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Questions Great Financial Advisors Ask... and Investors Need to Know Hardcover – June 1, 2006


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Product Details

  • Hardcover: 184 pages
  • Publisher: Kaplan Publishing (June 1, 2006)
  • Language: English
  • ISBN-10: 1419526804
  • ISBN-13: 978-1419526800
  • Product Dimensions: 9.3 x 6.2 x 0.6 inches
  • Shipping Weight: 11.2 ounces (View shipping rates and policies)
  • Average Customer Review: 4.1 out of 5 stars  See all reviews (25 customer reviews)
  • Amazon Best Sellers Rank: #60,248 in Books (See Top 100 in Books)

Editorial Reviews

About the Author

Alan Parisse During his twenty year career in the investment business, Alan Parisse gained extensive experience in both the investment banking and distribution and sales sides of the business. Over the last decade he has become a renowned speaker and commentator on dealing with change and turbulent times. In December of 1999, Successful Meetings Magazine named him one of the "Top 21 Speakers for the 21st Century". He is also the only person to come out of the investment business to be inducted into the National Speaker's Association Hall of Fame. Alan received his BS from SUNY Buffalo and his MBA from the University of Arizona. He resides in Boulder, Colorado.

David Richman has been in the investment business for over twenty years. He has extensive experience in marketing and sales and has been a senior member of the sales team for the oldest independent provider of managed money consulting services in the country. He is a friend and partner to scores of financial advisors who have leveraged his skills through thousands of seminars and joint calls with affluent investors. David is a member of the Connecticut Bar and has sat on numerous civic boards over his career. He holds a BA and MA from the University of Rochester and a JD from the University of Connecticut. David resides in Connecticut with his spouse of 26 years and their children.

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Customer Reviews

I could read through this book in half a day.
LifeofHawaii
I am currently still reading this book, but so far I have found it to be a very good read.
Terry Arcaro
This book will help you in asking those questions.
Deborah K. Martin

Most Helpful Customer Reviews

25 of 26 people found the following review helpful By Elle S. Keaton on October 24, 2006
Format: Hardcover
I was given a copy of the book by a financial advisor. Her only comment to me was to look it over if I had a moment. I can't say that I related to everything in the book as it's written from the perspective of the advisor. But, I can say that after reading it I changed the way I looked at my financial person and how he related to me. Some of the things I thought? Why didn't I feel he had a personal relationship with me? Why didn't I believe he was interested in me and how I related to money? After some soul-searching and interviewing a few advisors, I have a new money manager--and I like her approach a lot. In fact, I've decided to put my grandchildren's trust funds with her as well.
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16 of 16 people found the following review helpful By Deborah K. Martin on August 15, 2008
Format: Hardcover
This is a great example of how to develop deep relationships with your clients. The sincerity and quality of the questions are what really matter. One of the most difficult issues we deal with is how to put together a plan for our clients, without their open and honest communication the job can be left incomplete. This book will help you in asking those questions.
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10 of 11 people found the following review helpful By L. Mims on May 11, 2008
Format: Hardcover Verified Purchase
This book has been a great reference for myself, and reinforces some of my core ideals, including how to create a customer base that not only trusts you, but works for you because you can convey to them that you actually DO care about them and their futures.

This is a core book for me in my library.
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10 of 12 people found the following review helpful By Stephen Parnell on August 15, 2007
Format: Hardcover
This is a well written explanation of fairly straightforward questions that perhaps veteran Financial advisors have forgotten and newbies have not yet learned. Don't expect to learn any script from the book but simply take away some good, down-to-earth, strategic questions you should be asking of your clients. Using these questions, and those that you will formulate yourself from reading the book, you will get a better understanding of your clients underlying goals and thoughts about money. An important book to add to your library.
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4 of 4 people found the following review helpful By K Blak on May 15, 2012
Format: Hardcover Verified Purchase
I found this book to be very insightful. I took great notes and have applied some of the questions to my everyday practice. I see an improvement in my client engagement, because of this book!
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11 of 14 people found the following review helpful By Richard Friedland on July 30, 2006
Format: Hardcover
I've met Alan Parisse, so I read the book. Was really pleased to learn how much my own advisors have NOT asked me - and the answers would have helped them to help me.
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3 of 3 people found the following review helpful By Jarrod Dill on December 21, 2012
Format: Hardcover Verified Purchase
It's a great book for any financial adviser. The most common problem is learning to overcome objections and this book gives you plenty of ammunition.
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2 of 2 people found the following review helpful By Jack Jr on October 16, 2011
Format: Hardcover Verified Purchase
Not exactly what I was expecting. It wasn't a bad book but much of it was common sense. The good part was the actual questions, which I wish there were more of. This book should definitely be part of an advisor's library but there are other books I would read first, such as The Excellent Investment Advisor or Storyselling for Financial Advisors.
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